Hey, Frog Talk fans! In Episode 21, I’m diving deep with Rai Cornell, a marketing psychology genius who’s shaking up B2B strategies. With a wild background in corrections and 18 years of psychology-driven marketing, Rai shares how her ELITE method—rooted in cognitive behavioral therapy and positive psychology—gets prospects 80-90% pre-sold before they even talk to sales. We’re unpacking how these same principles transform organizational culture and keep employees engaged. From busting bad marketing habits to building trust, this episode is packed with insights. If you’re ready to rethink marketing and culture, hit play now and join the conversation on LinkedIn!

Guest Introduction: I’m thrilled to have Rai Cornell on Frog Talk! She’s the CEO of Cornell Content Marketing and a master at blending psychology with business strategy. With eight years as a corrections counselor and 18 years in marketing, Rai’s created the ELITE method, using frameworks like CBT to pre-sell B2B prospects and build thriving company cultures. Her insights are game-changing—let’s dive in!

Key Takeaways:

• Rai's ELITE method flips the script on marketing, using psychology to pre-sell prospects so sales teams can close deals with ease.
• Cognitive behavioral therapy isn’t just for therapy—it’s a powerful tool to reshape customer thoughts and drive action.
• Marketing and culture are two sides of the same coin: both need empathy and understanding to connect with people.
• Stop chasing every trend—focus on your brand’s core values to attract the right customers and employees.
• Fulfillment, not just a paycheck, is what keeps today’s workforce loyal and engaged.
• Treat others how you’d want to be treated—it’s the golden rule for marketing that actually works.

Chapter Markers: 0:00 Intro 0:05 Guest Introduction 1:09 Rai’s Career Transition: From Corrections to Marketing 5:22 Building Relationships: Expanding the Sales Funnel 7:28 Psychology as Survival: Rai’s Upbringing 12:32 The ELITE Method: Pre-Selling Prospects 15:02 CBT in Marketing: Changing Thoughts to Drive Action 25:32 Applying Psychology to Organizational Culture 33:23 Why Employees Leave: The Fulfillment Gap 41:13 Closing Thoughts

Keywords: Nader Safinya, Rai Cornell, Frog Talk, marketing psychology, ELITE method, cognitive behavioral therapy, B2B marketing, organizational culture, employee engagement, brand strategy, sales funnel, psychology in business, pre-selling prospects, positive psychology, trans theoretical model